Solution Selling Open Workshop Quiz

Question 1 of 8

1

Click on each orange point and select the correct answer.

Below you can find an example of a Pain Chain that is missing two fields. Complete it by adding the missing answers.

Explanation

Question 2 of 8

1

By ___, _ and ___ sellers are better placed to react when prospective buyers are ready to buy.

Select one or more of the following:

networking
listening
monitoring
negotiating
selling

Explanation

Question 3 of 8

1

Which three of the following options are most likely to be included in a Pain-Themed Message?

Select one or more of the following:

A description or statement about your most popular products and services
A description or statement about the top business issues you help clients address
A description or statement regarding a role and an industry relevant to the target audience
A description or statement of how you implemented the solution
A description or statement that asks the prospect if they are interested in learning more

Explanation

Question 4 of 8

1

Click on each orange point and select the correct answer.

If you want the sale to succeed it is crucial to differentiate your offer from your competitors. Below you can find an example of a Differentiation Grid, a tool that can help you with this process. Which two variables do you have to take into account when creating a Differentiation grid?

Explanation

Question 5 of 8

1

What type of question should a seller ask a buyer at specific points in the sales conversation? Drag and drop the question to it's correct spot in the sales conversation prompter.

Drag an answer into the correct orange point.

What are the reasons for your pain?

Could one reason for your pain be...?

It seems like the reasons are...?

How would you address the situation?

Do you mind if I suggest a few ideas?

With this you could solve your pain?

Explanation

Question 6 of 8

1

A seller has successfully created a buying vision for his prospect. The prospect has stated he is serious about exploring the opportunity further. The seller now wants to qualify the prospect’s ability to buy. What is the next question that the seller should ask the prospect as described in the Buyer Aligned Sales Conversation Prompter? Choose the correct option below.

Select one of the following:

Who else is involved in making the decision?
Could we set up a meeting with the Sponsor?
Could we set up a meeting with the Power Sponsor?
Will the Power Sponsor want a proposal from me?

Explanation

Question 7 of 8

1

Sellers and buyers often have different perspectives on the value and fairness of the deal being negotiated. Sellers should first strive to understand the buyer's view. With that understanding, the seller is well-placed to explain his own position, and then work towards a mutually beneficial agreement. To help with this process sellers should use the Negotiation Dialogue Framework, a systematic process to understand the buyer and seller negotiation positions in order to achieve a win-win outcome. You can find the framework below. Drag and drop the answers to create the correct order.

1. ❌
2. ❌
3. ❌
4. ❌
5. ❌
6. ❌

Drag and drop to complete the text.

Hear Buyer Position

Determine Underlying Interests

Offer Stand(s)

Get Something from the Buyer

Give Something to the Buyer

Confirm Agreement

Explanation

Question 8 of 8

1

Among the following options, which three most represent best practices that sellers should consider when negotiating?

Select one or more of the following:

Plan before you begin to conduct a final negotiation.
Seek to understand the true interest behind negotiating positions that buyers may take.
No matter how tough the negotiations get, never walk away from an opportunity that is near closure.
If you have to make concessions, do so slowly and appear to do so reluctantly.
Always make sure you offer something to the buyer before asking for something in return.

	Created by Nejc Horvat almost 6 years ago

Quiz on Solution Selling Open Workshop Quiz, created by Nejc Horvat on 08/05/2018.

Solution Selling Open Workshop Quiz

Question 1 of 8

Click on each orange point and select the correct answer.

Below you can find an example of a Pain Chain that is missing two fields. Complete it by adding the missing answers.

Explanation

Question 2 of 8

By _____, _____ and _____ sellers are better placed to react when prospective buyers are ready to buy.

Select one or more of the following:

Explanation

Question 3 of 8

Which three of the following options are most likely to be included in a Pain-Themed Message?

Select one or more of the following:

Explanation

Question 4 of 8

Click on each orange point and select the correct answer.

If you want the sale to succeed it is crucial to differentiate your offer from your competitors. Below you can find an example of a Differentiation Grid, a tool that can help you with this process. Which two variables do you have to take into account when creating a Differentiation grid?

Explanation

Question 5 of 8

What type of question should a seller ask a buyer at specific points in the sales conversation? Drag and drop the question to it's correct spot in the sales conversation prompter.

Drag an answer into the correct orange point.

Explanation

Question 6 of 8

Select one of the following:

Explanation

Question 7 of 8

Drag and drop to complete the text.

Explanation

Question 8 of 8

Among the following options, which three most represent best practices that sellers should consider when negotiating?

Select one or more of the following:

Explanation

By ___, _ and ___ sellers are better placed to react when prospective buyers are ready to buy.